Collaboration Part 1 – What stands in the way? Matthew Hill

                                    Are we making assumptions and mistakes?

Our many many assumptions only delay the building of effective collaborative structures and getting to positive team collaboration.

The assumptions about collaboration, and, how we should all be able to instantly achieve this nirvana like state, give insights into the difficulties we face, and, they often betray our cultural origins too.

In this, the first of 3 short posts, we will explore the barriers to collaboration in order to confront them, raise self-awareness and, finally, be able to put together a blueprint for effective collaboration across place, time and difference.

Teamwork and cooperation concept

What stops us from working collaboratively?

                                                10 Assumptions and Mistakes

  1. Its all about the goal – Action based organisations or individuals are all about starting fast and ending with the achievement of a goal – growth, profit or the production of a new object etc. Whilst this approach has been enormously effective (with only 5% of the World’s population, the US accounts for 23% of the World’s economy), the magic that creates collaboration happened between the start and finishing lines. We can easily find ourselves looking in the wrong place and focusing on the wrong things.
  2. Nail down the strategy – We are taking a large step closer when we talk about strategy and the HOW? How will we get there? Here, however, the focus, all too often, again, misses out the human, the relational and the emotional. The assumptions made are like an engineer in a factory – building a sausage machine, fill it with sausage meat and casings, and turn it on. We look at process and give emphasis to the technical, whilst again, overlooking the human.
  3. Measurement improves business – You get more of what you measure? Why? Because that is where you put your energy and attention. It is easy to manage activity, and compare input with output – Notice we are back with the sausage machine analogy. This risks drifting into Stephen Covey territory where we are super-EFFICIENT without being that EFFECTIVE. There is a critical difference we must become aware of. You can be driving in a super-efficient way – in the WRONG direction!
  4. Man management will get us there – So we have reached point 4. Are we finally, going to to deal with the emotional human and how we can get them to collaborate? Not quite yet! Historically, humans have been treated as muscle machines; expendable commodities whose freewill must be minimised and whose bodies must be made fast, and, whose minds must be made compliant. Take a moment and consider how obedient are you expected to be in order to continue to receive your pay? It is a little scary. There is an unwritten subtext where you must sublimate much of yourself in order for your face and behaviour to fit in.

I remember my Welsh English teacher, Taff Davies, beginning the year with exactly this metaphor. “What is the key characteristic of an efficient machine?” He asked. Silent running was the answer, he wished to extract from the class.

  1. Privilege – Do you notice who gets promoted? Class based advantage helps promote pale males ahead of others. This happens because of the two confidences – Theirs and ours.

Their confidence is drummed in – Noblesse oblige, duty, leadership, expectation (BTW – This is not a walk in the park – There is a large promise that must be delivered upon by our silver spooned chewing heroes.)

Our confidence comes in the form of preferring to deal with a middle class white male when it comes to anything important. We are ALL compliant in this skewed system.

Society has programmed us to accept a specific and prescribed minority as the dominant leaders in our community. This is historical, political and economic. We have spent much less time, money and energy working to create the conditions necessary for wider, productive and sustainable collaboration.

  1. Me me me – Either from the elite in point 5. or coming from the wide lands around them, the personal agenda of the individual can so easily compete for attention and resources as to undermine the chances of everybody playing nicely, collaborating for something worth achieving, or, the key audience being served at all. Just look at the ego of that person in your own group. You know who I mean.Collaboration - letters written in beautiful boxes on white background
  2. Defensive feelings – It is too easy to get passed people as machines model only to take everything personally. This leads to drama and personal battles that have little or nothing to do with the mission, the team or the service that is to be delivered. – Defensiveness is at the heart of most escalations, team malfunctions and litigation. It is a primal human reaction and will not lead to 1000 create collaborative moments.
  3. The oppressed marginals are included – The opposite of 5., those stuck in the margins have learnt behaviours necessary for them to exist, persist and survive. Their voice is quiet and avoids critical challenge, licenced pessimism or contributing their own innovative ideas. No risk – no punishment. That is the motto of the un-empowered came up with to keep on living.
  4. I don’t do bias – The problem with us humans, is that we think we are objective, intelligent and sophisticated creatures – That we are above the fray. We subconsciously dismiss the views of outsiders, outliers and those not in our gang. And we only vote for our own and take comfort in the tranquil voice of the social leaders as with point 5. We all have plenty of unconscious bias that has been programmed in via parental chat, education, entertainment and, particularly, with every political speech we have heard.
  1. Pleasing people pleases people – We end in irony. Groups comply rather than offer rational challenge for a reason. It is because they wish to enjoy harmony and for each member to be liked.

The assumption is that nice people, doing nice things for the needy is the way to go. It is not.

People pleasers don’t please people. We get nowhere and the wheels eventually fall off the bus. Group thinkers take wild decisions, create unsustainable levels of risk and cannot self-correct.

When we replace groupthink with licenced criticism, we start to create the conditions for GOOD conflict, robust exchange and the possibility of progress. This is challenging in most subcultures, where confrontation is actively avoided (How many times do the Brits say, Sorry, Sorry, Sorry, Sorry every day?)

Being nice is not always a necessary condition for collaboration.

Conclusion – A raft of assumptions and mistakes stand in the way of forging effective teams, committees and communities that can act with purpose, from a strong based of shared values to achieve worthy and sustainable outcomes.

Next time we look at some exercises that can get us from the 10 assumptions and mistakes mentioned above and move towards behaviours supporting full-on collaborative teams working in a robust, courageous and effective way to fulfil their mandate.

About the author – Matthew Hill is a facilitator, presentation coach and leadership trainer, working with commercial and voluntary organisations to help them operate as robust executive teams, fulfilling individual promise and delivering overall results that are extraordinary.

Lead Magnet

Come work with me…

*** SIETAR Congress in Malaga *** – Matthew Hill and Susanna Schuler will be running a workshop on the second day of the 1st SIETAR Spain Congress in Malaga. Saturday, 29th September 2018. After lunch. Do join us if you can…

Matthew Hill – 07540 65 9995

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7 Ways To Support Your Super Premium Offer Price with Matthew Hill

Going for Growth in 2019 – Let’s go back to school with a bang

The main point of being an independent trainer, coach or mediator is to take more control of your life. And, charging enough to allow you some free time is a critical part of this. Whether you want to be a super high earner, blend free time with work in a more healthy way, or, set up a pro bono surgery, getting to a place where you can comfortably charge more is important.

In this post we explore 7 ways to support you charging a premium price or, even, a SUPER premium price.

And, at the end we talk about an opportunity to meet up at an event in Malaga too.

  1. Identity – This may sound simple but, every year, I meet many who have not completed their identity build with clarity or sufficient power to confidently charge more. Essentially you must project yourself as just one thing – An expert – deeply experienced and knowledgeable on one subject. Quite frankly, you need to be perceived as the leader in your field. Here lies the secret to charging a super premium price. Do you have a model, a special technique? Do you have unique content, a better methodology? Does your way work best? Take some time to work on these elements and your invoices will grow to a freeing level before next summer.

    Quickening of Inner Palette

    Paint yourself as THE expert!

  2. Brand – What is a brand? There are 1000 answers. For the here and now, it is an increase in heart rate for the viewer, accessing your marketing material and content. They must get excited watching you in your YouTube video. They must connect their dreams to the outcomes you describe. It is necessary to eliminate the gaps in your brand story and present a joined up journey for your chosen tribe. BTW – Not everybody can do this for themselves.
  3. Super Copy Writing. Killer Text Is Key. When you write well for others, they will think well of you. When you structure your communications using the Super Copy Formula, they will come knocking on your door.
WORDS ARE POWER hand-lettered quotation

The 14-Point Super Copy Formula

Price is a function of supply and demand.

If your offer is oversubscribed, your offering can support a super premium price. Of course – getting from regular work volumes to positive busy-ness (50 days at a 100 cash units rather than 100 days at 50 cash units) requires a specific and proscribed process, much of which relies not on what you write but how and in what order you present it. When you follow the Super Copy Formula for your written texts, the extra cash will become available to you.

  1. Great Content. You need to rearrange your content to be telepathic, sympatico and aligned with your perfect customer, what they want, when they want it. And, deliver it in the way that works for them. Too quick, too soon or too simple / complex and they will give up on you and start moaning. Leading your best students through to completion and success – that is only possible with great content and great process. The best content is pitched right, transfers knowledge effectively and is fully absorbed to be available and applicable by the student.
  2. Products Product Products. Regular readers will know, I am obsessed with turning your experiences into assets to earn you attention, brand brownie points, engagement, sales, income and advocacy. When you have a film, audio or text product, you take your level and your charge rate UP. It really is that elegant. And, creating products comfortably, cheaply and quickly is, today, a piece of cake.

    Analog microphone with recording equipment in the control room.

    Products Product Products

  3. Building Your Tribe – I spoke to a young coach of coaches recently and she spoke about going wide to make sure you have something for everybody and can thus earn money. WRONG. To start with at least, it is all about the one thing, delivered with care, to the one audience. Finding your avatar, ideal market segment and small customer niche is essential if you desire to charge a premium price. If you are all things to all men, you will be COMMODITISED and that means your customers will expect you to be near, convenient, quick and CHEAP. Yuk. When you cater solely for your niche, you take back control, become a healthy equal partner with your client, and, you will be allowed to negotiate for a convenient time, a better rate and a greater level of respect and engagement. Super premium rates are not about greed. They are about getting you the respect your experience deserves.
  4. Give More – When you crank up your prices, unsurprisingly, your customers will expect more. Give it to them. Guarantee all your work. Add extra value to your offering. Listen to them and adapt. Tailor your service so that it works for them. Go the extra mile / kilometre. Value is a function of Benefit over Cost. V= B/C. When you understand that you will be keen to double the customer benefit and therefore double your price – Pragmatism.

Conclusion

As we think with some dread about “going back to school”, and, before we become swallowed up with low quality urgency, there exists, now, a brief moment to reflect on your next year and ask, “Am I providing the best service I can, to the most interesting people out there?” “Am I being paid what I am worth for my experience, charisma and ability?” And, if not, “What am I going to change?”

If you are currently being paid a super premium price for doing what you love, I need to ask you a favour. Please share your wisdom and experience with someone younger, so that they can reach your level with a little less experimentation.

If you are contemplating the end of summer with horror, and, are still swapping time for average money (most people are), then do read our other ITC posts for Independent trainers, coaches and mediators. They will help you build your business, charge what you are worth, work in a way that suits you and connect the best of you to the best people out there.

And one more thing – Malaga,

If you are going to the SIETAR Spain Congress in Malaga in September 2018 and wish to join one of our Intercultural Training Channel, Going for Growth Bootcamp Days, do get in touch with me directly. Do E Mail, Matthew Hill at matthew.hill@hillnetworks.com and we can set up a short telephone conversation in a week or so.

Thanks. Finally. Please like and share if you have taken value from this post.

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Building your Independent Business – Q. What do I do first? A. You need to build 4 products. by Matthew Hill

Strategic Approach vs. Quick and Dirty?

Having just returned from the SIETAR Switzerland congress in Lugarno where I was surrounded by enthusiastic independents, many of who were busily growing their own businesses, one question struck me as most important – What do I do first?

Building tool repair equipments

To build up a complete marketing funnel with experienced based assets takes time. It can be a multi-year project that will require dedication, thought and plenty of external energy and opportunity.

As I have said many times – This build centres on 4 products – 1) The Professional Interrupter – an attention grabbing and valuable asset that is strong enough to stop a busy and successful decision maker for long enough for them to take notice of you. 2) The Product 4 Prospect Asset – An exchangeable item that promises the delivery of value to a cold contact in return for their Opt In – you give them some knowledge and value and they give you their first name, last name, E Mail and permission to contact them. Simple. 3) The Trip Wire – Another small and valuable package that represents a bargain for the price. What could you build and sell for €20? It must represent more value than the perceived cost would indicate, so that you can convert cynical and critical outsiders to become insider tribe members who can warm to your intelligence and experience. 4) Your Core Deliverable Product – The thing you are most passionate about, sold to the insider tribe member, who is ready to appreciate what you have crafted. They KNOW it represents value and, so, will happily pay a premium to receive it.

Building a Crowd.

There are many contact points required and much interaction to build a warm and loyal crowd who will come to know you, like you and trust you to a level where they will confess their flaws, weakness or gaps and ALLOW you to help them. The key here is your reputation – Something that is built in THEIR hearts, stomachs, minds and memories. Remember – they own your Brand. That is where it lives – with your audience, your list, your database, and, in your new family of followers.

Quick and Dirty

Having said all of that (in 350 words) there will be irresistible opportunities that pop up and come your way, out of the blue, and that can generate great commercial returns.

Here it is about scrambling all of your resources together quickly to construct a credible offer and take advantage of this one time gift.

80% is good enough.

Is it time to fight the perfectionist in you and get that outline out quickly? Are you prepared to fill in the gaps later? And. Will your expedience pay off?

What should I do first?

So, we come to a hybrid approach – Keep on track with your long strategic game of building high quality and long lasting assets AND go for it when the sun shines just for a moment. Ironically, it can be those one-time deals that help build your credibility in the longer term and, reacting quickly to lightning chances can really help you to build your resilience, agility and intelligence when it comes to marketing and closing deals later on, when your company is fully formed and ready to take on all comers.

About the Author Matthew Hill is a trainer, author and coach helping new independent trainers and coaches to get more business in through the door. He is running a Going for Growth bootcamp for independent trainers in The Hague, 17th to 19th August 2018. Details at culture99.wordpress.com.

The Hague, the Netherlands

The Hague – Where the next Intercultural Training Channel Bootcamp will take place in August 2018.

The 4 Products You Need as an Independent Trainer or Independent Coach in 2018.

One Product You is NOT Optimally Profitable

Here is the simplest business build you will ever do. It consists of just 4 products that will move you to POSITIVELY interrupt your targets and start making a profit.

PRODUCTS for Profit

Turn your knowledge and experience into profit generating PRODUCTS

Product One – The Lead Magnet – What could you package up, from your knowledge and experience, and give to your target audience of potential customers that will grab their attention, please them, and, spark their curiosity to a level that helps them take a tiny tiny action step?

Successful suggestions include a work sample, a live demonstration, a powerful recording, a content rich webinar, a white paper, a quick quiz / audit, a 15 minute coaching call or any other small package that can show your depth, credibility and brand to good effect.

Sometimes called a Product4Prospect, the Lead Magnet is given away in exchange for contact details and permission to approach the receiver in the future.

Lead Magnet

Give a product in exchange for contact details and full permission.

Product Two – The Trip Wire – You can have an audience of 10,000, but, if they don’t buy anything, you are just a loud and unsuccessful busker!

The genius of the Trip Wire product is that it is cheap enough to trigger a no-brainer buying decision and, at the same time, acts as a psychological doorway, taking the individual from feeling like a distant, isolated observer to feeling like a customer, insider and club member.

That is what is so clever about the Trip Wire product.

Again, it must be packed full of value but must NOT provide the complete solution – They need to fill in the gaps in their knowledge with your Product Three.

Successful suggestions for a Trip Wire product include a starter version of your offering, a paid taster session, a paid intake clinic combining audit with delivered content, your book, a recorded audio product or the how-to film that you have made.

Trip Wire - Take a tiny tiny step

Trip Wire – Take a tiny tiny step

Product Three – Your Core Offering – This is the one product that everybody has. The advantage of running a sequence and not starting by pushing your Core Offering, is that you may achieve extra levels of trust and branding and so, will be able to price your Core Offering at a premium. It is important to max the joy of the customer as they receive your service so that their customer experience, CX is exceptional, memorable and becomes a talking point. It is your customer’s outstanding emotions that will boost and grow your company. Good enough is no longer good enough. Wow is now.

Core Offering

Core Offering – Remarkable value and customer experience.

Suggestions for helping support an outstanding Core Offering to attain the level of REMARKABLE – Differentiate your offerings into Bronze, Silver and Gold levels that offer economy, normal and luxury versions, add an accompanying user guide and demonstration that are ACTUALLY usable, rustle up celebrity endorsements, design in fun, energy and humour, add sleek design and cool features, work hard to enrich context with multi-channel delivery, build in the possibility of more interaction with the expert you, include full risk reduction, reversal and guarantees, and, incorporate customer feedback to smooth out the bumps in the customer journey, so you know you are delivering something special.

Is that it? No. There’s more…

Product Four – A Second Product. Did you think that getting the customer to buy your main offering once was the end of the line? No. Now we need to get you to PROFIT.

The costs of customer acquisition are normally assigned to the core offering. This limits any possible profit gained from first time customers. This applies to all one-product companies.

We all know that new customers are the most expensive to acquire and that returning customers are the best to have and the cheapest to maintain.

Second Product

The Magic of a Second Product – Customer delight, continuity and greater average profit margin.

All that cost of identifying, interrupting, warming, closing and delivering has been sunk. Now, with your Second Product, you know who they are and they understand how you operate. The next “box” you deliver will have a much higher margin. And it does not have to be priced at a super premium to achieve this. Sure, a high-end new offering will sort the wheat from the chaff and get those, “I must have the best” types excited. But, a regular priced offering will really boost profits, even when you average out Core and Second Product margins combined.

Suggestions for creating and supporting a Second Product include – The advanced level version of your core, something complementary to the first purchase, “And customers also bought this…”

If a trainer is selling knowledge first time around, they could sell a change programme as the second bite.

If Tony Robbins is offering you mind reprogramming in his first session, his next offering might provide a deep dive into personal wealth and finances.

So, that’s it. The 4 products you need to complete your set, establish a winning commercial sequence and all done whilst delighting your customers and generating above industry average levels of profit.

Call to Action – Now is the time to move forward.

Call to ACTION – We are running our next Business Growth Bootcamp for Independent Trainers and Coaches this June in the marvelous Capital city of Lisbon, Portugal, Tuesday 26th to Thursday 28th June 2018. To check out the details, simply click on the link.

https://culture99.wordpress.com/course-consultative-selling-bootcamp-lisbon/

Good luck and do let me know if you need some help.

Are You Just Too Busy? And is it Good Busy or Bad Busy?

When would NOW be a good time to start your personal Trainer / Coach / Academic / Student – Time / Work Quality revolution?

  1. The Good Busy test. How much of the following (honestly) applies to you?

“I am Good Busy. My schedule is packed with exciting trips and assignments taking place in desirable locations, working with and for kind, progressive and generous clients who seem to understand me, appreciate me and, specifically, understand my worth to them.

Effective Time Management

They provide me with a stimulating brief that I am excited to get my teeth into. The work has plenty of variety, suits my strengths and allows me to be fully expressed, in the zone and at my best as I execute the work that I love.”

Have we described your life perfectly? Or, does this seem like a fantasy as you reflect on your work, your life and your lack of balance?

  1. The Bad Busy test. When I am not filling in or scanning endless administrative forms, I seem to be trapped in other types of unpaid, repetitive and unrewarding chores. Either that or I feel duty bound to travel and fulfil my Mephistophelean contract of vast acres of underpaid, boiler plate assignments in grubby locations with cheap accommodation, working with an unappreciative audience that would far rather be anywhere else than there. My clients are, under the surface, monolith factory sweatshops that employ above average people to perform stressful, complicated and disjointed work for little psychological  reward beyond beyond task completion, urgency and the avoidance of an escalation sparking the harsh tongue of a similarly stressed supervisor, hovering above them, micromanaging the process. I work in the cruel environment of complain scarcity. And I see now way out.

Both 1. & 2. are, of course, extreme exaggerations. The point of showing the contrasting stories above is to get you to feel something and recognise elements of WHAT YOU WANT and what you are stuck with and wish to ESCAPE.

The Symptoms –

*Does your heart race or sink when a new work order comes in?

*Do you ever feel ill or experience a mild panic attack on the way to work?

*Do you feel low on Sunday or drink too much on a Friday evening alongside your equally disenchanted colleagues?

*When you are asked, has your description of what you do become more cynical and dark?

What needs to change after summer?

  1. Audit. I am often asked what is the key to happiness when in the middle of the upheaval of changing country or job, and, one thing I learnt years ago is that externally enforced relocation, reassignment or revolution (or some thinking time in summer) is the perfect time to take stock of your situation and ask some profound questions of yourself…

*Who were you when you set out in the world of work?

*Are you still that person?

*What do you want from your day job in 5 year’s time?

*What do you want your legacy / eulogy to be?

*What do you enjoy most in your work?

*What work based activity fills you with dread?

*Are you healthy / happy / fulfilled?

*Are you EARNING what you are worth?

*Is the output of your work good, neutral or evil?

And

*Are you giving something via your job that is adding value to the broader human experience?

What can you Do?

  • Say “No!” – The breakthrough moment came for me working as a freelance trainer and coach many years ago. When I started saying no to discounted work, unfulfilling assignments, crappy locations, helping unprofessional or unprepared clients. When I rejected work that was meaningless, harmful or just a tick box exercise for a corporate customer, something shifted for me.

    Better fees

    “No!”

Instantly my life improved. I felt rebellious, free and more in control of my content, my audience and my outcomes. My income went up, my spare time went up. And, my boredom, stress and frustration levels went down.

My question became, “Why didn’t I do this earlier?”

Upgrade Everything – If you increase the quality of every little thing you work on and create something whole that is exceptional, people will notice – Your brand will become REMARKABLE and your place in the world will change.

+How can you turbo charge your next product?

+What will take your service levels to a place that commands and deserves a premium price?

+How can you find the courage to ask for an OUTRAGEOUS fee and keep a straight face?

+How can you create a niche that you will own, dominate and FILL with value?

+How can you spend your time being fully expressed utilising your value and being totally connected to your client, their objectives and your transformational talents?

Excited woman working at desk in office. Using antistress ball.

Conclusion – You get the life you tolerate, so maybe it is time to take action and raise your standards.

Action

If you have been affected by this blog post and want to start work after summer with a bang – Do feel free to drop me a line and we can have a 15-minute conversation.

I would love to hear your story.

Matthew Hill culture trainer 07540659995

Call Matthew

Thanks and “bon chance” for autumn. Matthew is at matthew.hill@hillnetworks.com

 

Independent Trainers – To Do List in 2017 for Success in 2018 – For Greater Revenue Growth

**16 Must Do Action for more days, higher fees and better clients

Recently, I compared notes with a returning Independent Trainer coming back to the UK and we talked about what you need to do to get back into circulation, get meaningful engagement with L&D decision makers and to generate more days, charge higher fees and make more money.

Here is a list of 16 essentials that will make up your 2017 To Do List! – Deadline – Christmas Morning!!

CTA Call to Action

To Do List 2017 for an amazing 2018

  1. Quality Photo Portrait – No, the cropped photo of you at a wedding with shoulders and handbags all around you is not going to get you to your £2,500 daily training rate. – Take the time to find an amazing photographer who is going to produce a professional picture of you that will build and support your premium brand.My beautiful smile
  2. Business Name – And don’t panic – if you have registered something awful, you can re-brand using your blog or website as something more sexy, catchy and searchable – remember – your company name is unlikely to attract any new enquiries via a Google search if it is all about you, as this will not be about your service or fit the customer’s search request.

Take the time to brainstorm over many pages and take an hour or two to do this and come up with 100+ ideas that could work. Don’t edit as you go – just vomit ink on the page!

Now pick the best combination of your words, make sure the final result is not taken in your own country and quickly secure the domain name for yourself. Job done.

  1. Business Card – Go up market, don’t put a fax number on it – It is not 1995. You do not need your postal address either. This is 2017.

And what about a strap line – Who do you help? What is THEIR outcome? Be creative.

  1. Deal Sheet – Who have you worked with? And what have you done with them? Some corporate customers will give you permission to use their name and even provide testimonials, endorsements and references that can really help you, so go for it. Some will not. And some are rather precious about their brand, so do be careful and NEVER break copyright laws – They are a venue generator for ambulance chasing lawyers. You can avoid trouble by putting all of their logos on a PowerPoint page, printing it out and taking it to meetings. When you flash this rich and colourful page in front of a decision maker, they will be impressed by the variety and depth of your contacts and will trust you more as a result.
  2. Professional Profile – Why not slip a bit of sales cleverness in here. Give yourself a strap line – “Regarded as the best X in country Y”, or put a verb in play – “Matthew helps Independent Trainers to maximise their revenues by providing Z.” Add a little about your core offering, prizes won, books published, key differentiators and a major customer name or two to really make this document work for you.
  3. Posts – I still encounter people who have yet to publish articles on social media. This is a big missed opportunity for them – A social media post is a flashing beacon of light illuminating your existence in the darkness of competition, short decision maker attention spans and shiny object distractions.

To start, simply think of the decision makers in your field and where their pain lies. What problem do they want you to solve? What do they want you to deliver? How do they want you to deliver it? These are the posts that you must be thinking about, drafting, improving. And then get it edited by someone good. And…put them out to LinkedIn groups, Facebook groups and on your website / blog site as well.

And,

6a.Tag, tag, tag & tag – That is the magic way for your posts to live on forever and continue to do the marketing for you, even when you are sleeping.

Vector speedometer scale

Turbo Tag Your Posts

  1. Logo – It does not cost a fortune to get a cracking logo that will be visually appealing, high in impact and help key contacts to like you and remember you. Take some time to brief the agency on your requirement. What is your persona? What is your delivery style? What do you represent? What is your promise? Who are you target market – your avatar? And, what is UNIQUE about you?
  2. Course Outlines – In olden times, when dinosaurs roamed the earth, it was OK to put out the most boring copy imaginable and get away with it. Surprise surprise.

Things have changed.

Now we need a punchy title employing corporate world language and the benefits to be gained by attending delegates. The content should be in short blocks with a subtitle, exercises and the educational outcome for the participants clearly stated. In modern times, this outline is selling you. Let your outline super-copy do some of the heavy lifting in convincing your prospect to pick up the phone and bring you in for a cosy briefing chat.

  1. Exercises – Theory is so last millennium. The current trend is towards dynamic action based learning with full delegate inclusion – sweat, board markers and tears.

Include plenty of decision making, discussion, physical movement and innovation in your bag of tricks. If your training does not wow the crowd, you will be a one time, one hit, “I wonder what happened there?” trainer.

  1. Model – You have got to have a model. I have the Matthew 5 M’s for Accelerated Business Growth Model, and the Consultative Selling 13 Pillars. They give credibility, a framework for delegates to help them implement your brilliant ideas and a differentiator to set you apart from all the other trainers and coaches knocking on the decision maker’s door.

    A Model Will Generate Cash

  2. Blog Site / Website – I see so many people proudly unveil their expensive semi – animated websites as they confidently assume that a brochure site will heat up the phone and pay their rent next year. It will NOT. Isolated websites can no longer compete with blog sites where the SEO is instant and connected. You need a WordPress blog site to take off and get customers, along with a stream of high quality, original material in the form of blog posts and other products (more in a moment) that are tagged, tagged & tagged to bring you new traffic that is pre-qualified and ready to be warmed by your words of wisdom.
  3. Repurposing your content – PRODUCTS – This is the single most neglected area for Independent Trainers wishing to grab more days next year. They are missing the better fees, the hungry corporate customers and important opportunities for expansion.

I mean, how hard is it to read your best post into your smart phone to create a podcast? Today, there is no excuse – I started Podcasting in 2007 and it was a major technological challenge to get them rendered and uploaded on to the decent podcast sites. And, sometimes, it cost money to do so as well!!!

  1. Make a FILM – If you have got a nosebleed just thinking about recording the sound of your own voice, then you will probably pass out at my next suggestion…

When you add Camtasia (PC) or Screenflow (Mac) to your computer, you can record over your PowerPoint slide deck to create an MP4 film – This is the future. Films are it. Films are what people want – You can add them to your training. You can add them to your marketing and you can add them to your social media to really bring up your marketing game to a competitive level.

  1. Show Reel – When you have made enough films and have purchased your Hey Mic to record your live speeches, you can then paste together the best of your output to make an outstanding and memorable training show reel to wow all that see it. You can send this to corporations, agencies and speaker agencies as well. You will officially be playing in the big leagues.
  2. Key Note Speech – If you seriously want to move your fee levels up from discounted subcontractor rates to the main professional independent tier, then you need to turn your training experience, your life experience, your persona and your model into a Key Note Speech.

    A Key Note will get them Storming The Stage…

This will be something persuasive, charismatic, fact filled and moving. And, it will set you apart from the also trained, the theory pedlars and the chaff.

Use minimal visuals – stunning pictures work well, a bit of punchy music and, “Meet the audience where they are” with your content, technical detail and pitch level.

And,

Record all your speeches for feedback and improvement purposes as well as to bulk out your show reel.

  1. Webinars – What do you get when you put your films, keynote speeches, products, models and charisma into a live show? A mind blowing webinar that acts as an unbeatable demonstration vehicle for all those people who are a little too far away to meet and warm up with a lunch.

Think of this as 3 months marketing achieved in 60 minutes.

Essential for your webinar is to get interaction, to have real decision makers at the other end and to put your best work into producing something lively, interactive and value packed.

That’s it – Your Things To Do list for the rest of 2017 – And the incentive? If you get started, keep going with persistence and focus, you will enjoy more training days, with better paying clients, more interesting delegates and you will end the year with a smile on your face, a pot full of cash and a fist full of great testimonials saying that you are an AMAZING Independent Trainer.

Need help to get started? How far down the list did you get when you switched from, “Done that!” to “Oh, I’d better do that”?

If you need some help, support or advice please do feel free to E Mail Matthew at; matthew.hill@hillnetworks.com

Wishing You – May every training day you deliver in 2018 leave you happy, richer and more fulfilled through delivering great wisdom with great value to a fully appreciative audience who then clamour to have you back again.

And. All the best with your To Do List in 2017.

 

About the Author – Matthew Hill provides coaching and courses for Independent Trainers wishing to build their brand and IP, up their marketing game, deliver effective independent content and enter the big leagues when it comes to compensation and client acquisition. He has worked in 30 countries and worked with people representing 80 nationalities. This year he wrote his 4th book – Going for Growth in 2017.

 

New Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle

Or, “I am now an Good Independent Trainer – So, What Do I Do To Get More Days And At A Better Rate?”

You are passionate about helping people resolve their issues and learn to help themselves. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coach business?

– How will you network to grow your list of useful and high value contacts? And,

– How will you get your name and message out their using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

VIP - Very important person - gold 3D render on the wall background with soft shadow.

“Hello, I am independent trainer…”

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training services because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/4966134869096242435

In this 1 hour and 20 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training and Coaching service is to grow;

Notepad with word marketing concept and glasses

1) Activity – Remember – No effort – No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND by marketing like a pro and learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and give you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or plan.”

Super businessman flying over a city

AAWWEESSSOOMMEE

Take Away – By the end of this informative webinar you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer service business

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy so none of this is necessary

Still reading? Good.

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 21st November 2017 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/4966134869096242435

We look forward to speaking with you on 6PM UK, Wednesday, 21st November 2017 – 7PM Paris time. 1PM New York

Shocked girl eavesdropping.

I want to hear the webinar…

 

10 Presentation Crimes That Your Audience Will Not Forgive – and What YOU can do to stay F-R-R-E-E-E by Matthew Hill

Be Arresting. Don’t Get Arrested!

Having sat through 20+ presentations and talked to fellow audience members at a Congress the other week, I thought I would turn the sometimes tortuous challenge of staying calm sitting in the audience into a What Not To Do List and provide better ways of catering for your audience’s basic Human Rights.

Presentation Skills Course Matthew Hill

Sorry, Urh, hang on a minute…

Normally – More than 65% of the presenters are good and about 10% are excellent – However (always a warning word) however, some seem to be living in the ‘90’s before TED and all those great YouTube videos that clearly spell out how to get audience engagement and knowledge transfer RIGHT.

10 Crimes – The Charge Sheet

1, The Presenter Panics and Runs – Whether thrown off balance by technical issues, a late start of not having rehearsed against the clock, many presenters, including Key Note Speakers manage to get into a sweaty nervous panic during their talks. When you speed up at the end of your slot, your audience know something is amiss. When you admit that time has got away from you and then do not adjust, the audience become anxious on your behalf and when you say, “I will stop now!” 4 times without finishing, the audience will condemn you to presenter hell in your presence. The cost to you of presenter panic is having an audience close their minds with a slamming sound as the barriers drop preventing any further transfer of value. What a pity. What a waste. What a misspending of all that preparation time.

ANSWER

If you rehearse against the clock you can measure your content against the allocated time and therefore regain control. Additionally you may have a section that you can jettison if you experience a time scare. Not right at the end but 50 or 60% of the way through. Also, keep your piece simple enough for the time allocated. A 90 minute monologue simply doesn’t work in 2018 and 20 minutes is not enough time to outline splitting the atom or finding a cure for world hunger.

When you feel scarcity – SLOW DOWN – This will give you time to think, look cool in front of your audience and present the appearance of being in control. We will repeat this later – Your Audience wants you to SUCCEED.

2, Voice Crime. There is nothing worse for the speaker or the audience than someone sat at the back shouting, “We can’t hear you”, ”Please speak up” or, “We can’t hear you at the back.” Beside thinking that they should have turned up earlier and found a better seat, this will distract you from your delivery, dilute your message and divide the audience into those who join in the bullying and those that start to pity you. Both groups are not doing you any favours. Add to the crime sheet the monotone presenter, the mutterer or the huddled script reader and you have a case ready for prosecution.

ANSWER

Singing lessons – Yes, I am serious. If you wish to project your voice, if you wish to raise your volume, if you wish never to loose your voice again during a presentation, join a choir or take individual singing lessons. It will do wonders for your voice quality, your confidence and your connection with the audience.

3, Technical Failure To Appear – In today’s halls and venues, we were treated to the latest and the best equipment but – the presenters with older computers will not always have an HDMI slot, not all corporate trainers have worked with touch screens before and  new Prezi users do not all have enough practice with the application (presumably because they had spent all of their allocated tech time figuring out how to MAKE their first Prezi presentation and had not left enough to practice their show in realistic conditions.) The results were PREDICTABLE. Embarrassing faffing, asking the tech crew for help, delaying the start of the show and demonstrating the presenter’s flaws to the audience before they had managed to accumulate enough credit to afford to appear vulnerable.

ANSWER

Keep your technical level of presentation one level below your technical level of competence. Have a Plan B and back up your data. And don’t expect your venue to have usable WiFi, don’t expect to run YouTube clips live – record them and load them as MP4’s. That way they will run on just about anything. It is the most inexperienced presenters that tend to be the most technically ambitious. Those that have given a few webinars know to expect the unexpected and are able to manage the disruption in technical service with a cool head, an even voice and a smooth transition to the next section of the show.

presentation skills coach matthew hill

Too many words… take him away.

  1. Murder by Slides. The Geneva Convention states that PowerPoint slides must not have more than 20 words on them. Despite this, we see endlessly wordy, small font decks with no visuals, no colour and no useful transfer potential to them. The audience can either ignore the slides or ignore the presenter and start reading the slides for themselves. A lose-lose.

ANSWER

Separate out the desire to present and the need to transfer data and make some tough decisions before you get to the venue – What will you project with your voice and what data will you MAKE AVAILABLE AFTERWARDS in the form of a hand-out / appendix or further reference materials? Understand that slides can be pretty placeholders, a mechanism to reinforce your message with visual people and a good place for graphics, a pie charge or a simple model. However…nobody wants to multi-task during the show so STOP torturing them and plan your information flow more considerately.

  1. Methodology Overdose – Closely related to the point above, in a non- academic context there is ZERO need to reveal the statistical significance of your raw research. The audience have one question for you; WIIFT? What is in it for THEM? How can they apply your experience for their benefit? END of.

ANSWER

As above – offer an appendix, a data hand out or a lab session demonstrating your methods, approach, analysis and technical findings. AND – in your short presentation tell them the interesting bits. How it worked, what the conclusions are and how it can be applied for gain.

  1. The Presenter Got High – Audience Altitude – Finding their Level. There are two crimes here – going too high or staying too low. Both ways will crash your presentation vehicle. If you pitch it too low for too long, you will build up an irritation in your audience that will result in people leaving your talk with a noisy banging of doors or firing sarcastic questions at you that interrupt you and undermine your credibility.

It you pitch it too high the crowd will turn into a Zombie Apocalypse before your very eyes. Take this as natural feedback telling you that you failed to do your homework, identify your audience segment and that you omitted to refine your message enough to hit the target.

ANSWER

Do your homework, speak to some people, interview the organisers and don’t take general answers for the truth. Your job is to engage, inform and entertain. Your job is to tell a story. Your job is to move people intellectually and emotionally. Your job is to prevent suicidal thoughts rippling through the front row.

  1. If It Pleases Your Honour – Time Management – We have dealt with the panic of starting late, not checking the length of your presentation and of lying about when it will end. This aspect is more about the cultural differences in the perception of the flow of time and gaining explicit permission to tell your story. At the beginning of your talk you have 30 seconds to win the hearts and minds of your audience! If you fail, then the rest of your talk can only do damage – to the hopes and dreams of your audience and to your REPUTATION. When you win their support quickly, you will be given 5 minutes grace … to win their enthusiasm for the next 15 minutes! Do you see how it works?

ANSWER

Hit them hard at the beginning – fire a big gun – a moral question, a challenging fact or a brutal prediction – engage your audience and ask, “Do you want to hear more?” They will then award you explicit permission to continue. Really. This psychological contract will become stronger the more they engage with you – the great presenter.

  1. Straying From The Straight And Narrow – There are two ways to leave the path here – audience drift and speaker drift. The former consists of being caught out or taking a side bar because of an audience intervention – through being nice and respecting the audience or the influence of a strong personality sat in the second row, you drift off and ANNOY everyone else. Pleasing a strong personality is not a winning strategy for the whole audience. OR, you get on to your pet subject, leave your own path and start busking (the phrase for making it up as you go along) much to the irritation of the linear focussed listeners in front of you. When you start entertaining yourself, you automatically disrespect the sensibilities of your audience.

ANSWER

Learn to assert yourself and police your audience – Putting a hand up and saying, “Let’s get back on track” is normally enough. If you are likely to wander away from your presentation pathway, build in milestones to remind yourself of the key points that you must make. If you find yourself drifting too wide of those marks, apologise and return to the point.

 

presentation crimes matthew hill

Out of Date Material – Arrest that presenter!

  1. Criminal Exhibit A – Old Material – The older your material, the greater the chance that the audience will have encountered it before or, and worse still, they will have encountered you before, saying the same thing. There is a famous Dutch expert who basically has one keynote speech. Whatever you engage him to speak about, out he will come with his one keynote speech – And it is difficult to get a refund sometimes.

ANSWER

Read, listen and watch. Be present to developments. Watch out for shifts in the direction of your specialist subject and keep your presentation approach fresh, present and alive. It is not a crime to renew your perspective, challenge YOUR OWN beliefs and treat your audience to something EXCITING and challenging.

  1. Old Lag – You Are Not Enjoying It. The voice in your head starts to unsettle you, “Are they really listening to me?”, “ Do they believe a word I am saying?”, “Do they think I look pretty / handsome?” We can develop all sorts of complexes or simply become bored with our own style or topic when we have been presenting too long and need an upgrade – even the best can suffer from imposter syndrome, delusions of paranoia or become completely immune to the charm of their own material and begin to doubt its power to impress.

And. If you are not enjoying the show as a presenter, you can GUARANTEE that the audience are suffering too. Is it time to hand yourself in to the authorities?

ANSWER

At the beginning of any performance it is a safe bet to assume that the audience want you to DO WELL. They are actively looking for signs that you are relaxed, comfortable and up for this. They want to you to win. At the beginning you can assume that most of them LOVE you. All you have to do is not let them down (too badly.)

It is time to work on your material, work out who your ideal and appreciative audience will be and to work on your delivery, presence and voice so that YOU enjoy the show and THEY benefit from listening to you? Is this the time to seek professional help – a presentation advocate to defend your actions and get you off the charge of being a criminal presenter so that you can walk into your next speech a Free Person?

presenting

I sentence you…

The Judge’s Summation

With a little planning, anticipation and rehearsal, you can avoid cabbages and rotten eggs flying through the air, the tarnishing of your reputation as a speaker or hearing negative mumblings as you leave the building.

Remember, presenting represents the single most powerful opportunity to engage with and impress people that you have never met before. Please respect the audience’s patience, attention span, their need for structure, their appreciation of a good story AND their desire for a confident performance from you – THE SPEAKER (defendant.)

I wish you well with you next presentation…

I sentence you to 10 hours Community Presentation Practice – You are free to go…

 

About the Author – Matthew Hill is a Presentation Skills Coach (amongst other things) He works with ambitious professionals who need to impress and desire to be better. Feel free to contact Matthew on; 07540 65 9996.

 

5 Ways To Get A Speaking Engagement And, 1 Way NOT To.

5 Methods for More Gigs and More Work One of the best converters of sweat into paid work is by giving speeches to warm, cosy and qualified rooms of decision making, budget holding corporate executives fascinated by your chosen field … Continue reading

You Gotta Hustle – Upgrade your Networking to be an EFFECTIVE independent trainer or coach by Matthew Hill

Ordinary or Deluxe?

When you hear the word hustle what you think of? My older readership will envisage Paul Newman as a con artist in a snooker hall playing dumb to ensnare innocent victims and relieve them of their holiday cash.

Successful entrepreneur, Shaa Wasmund, has a different interpretation. For her it is the noble and creditable activity of UPGRADING any ordinarily networking opportunity into a LEVERAGED and dynamic one that will strengthen engagement and drive customers and contacts to you.

Aerial platform for repairing works against a sky background

Are you upgrading your networking opportunities?

If you count the number of moments that happen to you in a year where you could benefit from applying the principles of the Hustle – building your business, growing your contact list and deepening your relationships, you will easily find 300 or more magic times.

AND

What are you doing with them? The answer for most people, is, “the bare minimum.” I meet people who have a healthy collection of business cards gathering dust in their desk drawer. I meet people at networking events who still ask, “and what do you do?” I know people who read great books written on their own specialist subject. They take no notes and do nothing further other than slowly forget the content. I know people who pay premium prices to attend conferences, speak to three audience members, attend all the speeches and then leave empty-handed. I speak to people who are actively terrified of meeting a legend in their own field. They would rather that person did NOT make contact with them as they feel awkward, tongue tied and unable to function.

If any of the above applies to you, know this. It all changes now.

Here are 10 ideas to Hustle upgrades from the next opportunity that comes along.

  1. Meeting a Powerful Person – let’s start with an easy one. The device that allows you to read this post has a search bar where you can dig, delve and find out anything on the web about the legend you are about to meet. Don’t go for the obvious because everyone else will do that and your target star’s communication will be numb and automated in response.

Find the interesting and subtle quality, property or activity that this person is really all about. If you can drill down to a deeper level and, with a bit of luck, find a connection to common people, common experience or a shared qualification, then you have engineered the possibility of creating an INTIMATE moment with someone you admire. This further enables the chance to make a connection, a suggestion or to offer something that will result in a second meeting, a leveraging of the moment or, at the very least, creating a charming talking point. It’s all about doing your homework.

  1. LinkedIn posts – 89:10:1 – 89% of web users are basic consumers of info-tainment. They do nothing. 10% are interactive and can work their way around a keyboard – they may like or share a stimulating post found on Pulse. You need to be in the 1%, those people who are actively engaging, who are converting their experience into authored words and, possibly, authority. The next time you read a stimulating post, take matters into your own hands, locate the writer’s e-mail or ask for a connection with the author and begin an appropriate and respectful dialogue, asking simple questions, showing appreciation and contributing your value through opinion or example. Don’t be a contrarian, but align instead with their point of view. In such a way, you can form a relationship with thought leaders, opinion leaders and business leaders and engage at a professional level gaining access to what is otherwise impossible to achieve.
  2. Meeting an impressive mortal. By this I mean coming across a film, post or live speech made by someone who is of high calibre. They are on the way up and, maybe, you appreciate them for their talents more than those around you. This creates mutual leverage. Let me illustrate this with a story. When I see someone who is a BYT, a bright young thing, with a brain the size of a planet, a charismatic presentation style, and a slightly cautious approach to their audience, I will endeavour to meet them afterwards, thank them for their speech and invite them to give a webinar for my audience if appropriate. Because they are on the way up, they will often take up the opportunity that is being provided for them. In such a way we have captured the energy and spirit of many great people and presented it (free of fees) to a hungry audience, some of whom will tell me later that they are amazed at how I find such unique talent.
  3. Get a quote – sometimes, your face time with the Guru or Star is too controlled or limited to ask for a full favour. In this case a simple quote will do. What question have they not been asked before? What question will access their passion? And what answer will be of value to you personally? If you rack up a number of such questions you will always be prepared for that next spontaneous encounter with a legend.
  4. Hustle at a conference. Why be a passive member of the audience, being fed great but repeated keynote speeches when you can turn the event into a business accelerator? There are many ways to do this. If you buy a ticket to some great people like Joanna Martin or Tony Robbins, you may get asked to be a runner or a volunteer the next time. Don’t resist on the basis of your dignity or ego. Yes, they will have you running around in a silly T-shirt and singing and dancing but think of the amazing opportunity. You have stardust on your shoulders and borrowed authority being a runner at the event. You may channel your personality, and speak to an unlimited number of great people.

Alternatively, on a more earthly scale, if you see a conference coming up in 3 or 6 months time, contact the organiser and offer a keynote speech. Instantly reject any organisation that asks for a fee from you to speak. I know that seems strange, but it happens. In such a way I have spoken at many conferences and it is the number one converter of your time into a business enquiries – Aim to speak to a warm qualified audience on your core topic and make it punchy and memorable.

  1. Read a good book, write a good review – as I write this post I have checked in for a flight early tomorrow to Prague. 100 minutes flying time is a great opportunity to get into a good book. One was recommended to me 3 days ago, I ordered it on Amazon Prime and it arrived yesterday. I will read it, take notes and convert those notes into a review for either Amazon or my blog site AND create one, two or three posts that result from my thoughts and reactions to the content of this good and recommended read. In such a way I am repurposing the knowledge that I gain, enhancing my chances of retaining the wisdom held in the pages, and teaching and sharing the goodness I encounter thus creating equity and enhancing my reputation amongst my tribe.
  2. Warming a prospect. Let’s assume that you have someone on your list with good prospects. They know vaguely of your existence but they have yet to be wowed by you or given sufficient evidence of your greatness. Where is the Hustle opportunity? If you’re confident in your abilities it is time to spend a little of your hard earned money and take proactive marketing meaures and reach out. Sending one of your information-based products as a gift with a clever note achieves many things – Robert Cialdini’s law of reciprocity means you have created a small psychological obligation. Philip Kotler’s marketing formula suggests that you are engineering another “touch” and Gary M. Reynolds’ Engagement theory says that you are creating trust as you qualify your prospect either IN to your philosophy or OUT of contention. Posting a book, a disc or a memory stick can be an amazing leveraged step to forming a potentially high-value relationship.
  3. Proper networking – there are endless posts telling you that you must give first in order to get later. For me the greatest thing you can do is to be a network facilitator. The best fluid movers in a room listen to your story and actively connect you, “A”, with, “B”, someone you can help or who can help you. It is this seemingly selfless act that marks you out as a sophisticated player and somebody to be taken seriously. Your noble act can pay back many times over in the course of your relationship with both “A” and “B”.
  4. Peer to peer – in the new sharing and collaborative economy it seems sensible to explore the Hustle opportunity between equals. My favourite Hustle, when I spot a rising star, is to offer them a little of my time coaching, indulging in a divergent thought session or exploring opportunities for cooperation and exchange. It is a pleasant way to spend the time. The other party seems to have fun and how there is ALWAYS something to trade.
  5. Journalists and editors – this strange breed require special handling. Interacting and commenting constructively after reading articles by adding your thoughts and comments after publication goes down well. Remember most people or in the 89%. It always surprises me when speaking to journalists to hear how rarely they are called up or engaged in conversation by their readers. There is the perception that they sit in an ivory tower and are, somehow, unapproachable. In fact the opposite is true. A journalist contact, an editor or a PR friend are an incredible resource. The turbo version of this is to become an accredited subject matter expert – but let’s not get ahead of ourselves. Being known as a cooperative source who will say something intelligent, witty and apposite will have journalists coming back for more. Everybody wins. They meet their deadline and get the job done easily. You win because your name is in print, again.

    VIP - Very important person - gold 3D render on the wall background with soft shadow.

    Are you ready with your clever question?

89:10:1 – if you stay in the 89% you will do nothing, you will not hustle anybody and nothing special will help build your business. If you are in the 10% you will like and share this piece – it’s a start (And Thank You 😉 ) If you are in the 1%, your heart will be racing, your hands sweaty and you will have already worked out how to apply at least 3 of the 10 ideas above and be well on your way to Hustling for your next rich, rewarding and exciting opportunity.

So. Which are you? The 89%, 10% or 1%?

Register for the Consultative Selling and Networking Webinar from the Intercultural Training Channel, Tuesday, 17th May 2016, 12 noon London time, 1PM, Amsterdam and Paris Time. – A lunch and learn session for the intercultural entrepreneur.  Follow the link to register for the who with Gotowebinar; https://attendee.gotowebinar.com/register/4557222083732664323 

Author – Matthew Hill is a freelance trainer and executive coach working in multiple European countries with some of the largest transnational corporations in the world. He has worked for 3 Governments, written 3 books and regularly speaks on the subject of Consultative Selling for Independent Trainers who wish to up their game.